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  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. It is a long journey.”. Be Patient!
  • FOLLOW THE LEAD  |  MONDAY, JULY 12, 2010
    [Sales] BuyersZone taps ‘20 Great Sales Blogs’
    BuyerZone ‘s About Leads Sales Blog recently announced its list of “20 Great Sales Blogs,” and we’re honored that Follow the Lead made the cut. We placed second on the list, between Steve Martin’s Heavy Hitter Sales Blog and Dave Kurlan on Understanding the Sales Force, (both of which are on our featured blogs). 
  • SALES CHALLENGER  |  WEDNESDAY, MAY 9, 2012
    [Sales] Avoiding the Price-Driven Sale
    Sales Insights The Buzz Demand ShapingWe’ve all seen this situation play out: one of your average salespeople calls you with great news. It turns out the Smith account finally called me in! They’re ready to move forward and want us to present next Wednesday!”. We all know what this is. ”  .
  • SALES CHALLENGER  |  TUESDAY, DECEMBER 13, 2011
    [Sales] The Secret to Hiring Challengers
    When it comes to talent management, it’s critical for organizations to bring the best talent into their sales forces. But how can companies actually find sales rep candidates in the marketplace with the Challenger Rep skill set? Sales Insights Challenger Rep Hiring Sales TalentFind out now.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, MAY 12, 2009
    [Sales] Cherry Picking of Leads: B2B Marketing to Sales Handoff
    Should we allow sales to cherry pick leads that, based on lead scoring, we have deemed not to be ready for sales? Steve Kellogg at Astadia raised the question very aptly in his Endless Lead Loop post, and it's a question we all face as we wrestle with the business process of lead scoring and handing leads from marketing to sales.
  • ANYTHING GOES MARKETING  |  TUESDAY, MARCH 24, 2009
    [Sales] Sharing Space: Marketing and Sales
    Take 30 seconds and really think about the message this is conveying: Here are some items to consider: The only parking spaces reserved were for outside sales and customers There were enough parking spaces available for everyone (reserved spaces were not essential) What do other employees (including inside sales) think when they see this?
  • SALES CHALLENGER  |  TUESDAY, JANUARY 21, 2014
    [Sales] Why Individuals No Longer Rule on Sales Teams
    Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 5, 2012
    [Sales] One Simple Sales Tip
    His primary responsibility was determining if a potential customer brought in by the sales team was a credit risk and worthy of long term partnership with his company. Needless to say most of the sales team didn’t love him because he had final say as to whether or not they were going to get a deal. How did he do that?
  • DIGITAL BODY LANGUAGE  |  TUESDAY, AUGUST 10, 2010
    [Sales] The Sales Team as a Content Testing Crucible
    It's been a while since we've talked much about the topic of sales enablement , so I wanted to loop back to some interesting peripheral points. This usage pattern is very powerful, in that it allows the sales team to use their intuition, insights, and judgments in deciding what content to provide to what buyer at what moment in time.
  • FIFTH GEAR ANALYTICS  |  THURSDAY, AUGUST 26, 2010
    [Sales] Cookie Cutter B2B Sales Methodologies Don’t Work.
    No sales cycle should ever be looked at from a cookie cutter approach, but this is especially true when examining the B2B sales process.  The secret to a successful B2B sales organization lies largely on the toolset provided to optimize or enable the sales process. Sales Planning Tools. Jump start sales.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, JUNE 22, 2012
    [Sales] Don’t Underestimate Industrial Marketing’s Contribution to Sales
    The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. Marketing keeps you in sales.”
  • SALES INTELLIGENCE VIEW  |  TUESDAY, SEPTEMBER 6, 2011
    [Sales] Bridging the Massive Social Media Gap Between Sales and Marketing
    expected Marketing to be the top of the list but was surprised to see Sales so far behind with only 11% of the companies having a formal approach for engagement through social media. If marketing is the focal point of social media engagement, sales NEEDS to be brought into the loop. Enterprise social selling is growing up.
  • SALES CHALLENGER  |  MONDAY, JULY 22, 2013
    [Sales] Is Your Sales Process Hurting or Helping Reps?
    'In our last post from our series on Driving Sales Transformation , we discussed what sales organizations can do to allow reps to exercise judgment.  But, as we have previously argued , our research shows that activity-driven process adherence is standing in the way of reps adopting winning sales behaviors.
  • B2B LEAD BLOG  |  SUNDAY, MARCH 31, 2013
    [Sales] Marketing & Sales – Rival Houses?
    And despite the major cultural and scale differences between our companies, we were both cracking up over how similarly sales and marketing get so far out of alignment when in fact, we should be so deeply joined together. Maybe this would serve as a helpful icebreaker at your next joint sales and marketing meeting. Recognize anyone?
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 16, 2011
    [Sales] When Sales and Marketing Collide – SMarketing
    One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 20, 2012
    [Sales] You Don’t Just Hire a Sales Team: you build it
    You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. This is an excerpt from my latest book: Your Sales Management Guru’s Guide to:  “Leading High Performance Sales Teams” )  . Create a sales-oriented culture.
  • ANNUITAS GROUP  |  THURSDAY, JUNE 2, 2011
    [Sales] Alignment – It’s More Than Marketing and Sales
    David is one of the top thought leaders in Sales 2.0 During the roundtable, the discussion inevitably led to how marketing and sales alignment could be achieved.  After two years, and hundreds of thousands of dollars being spent on development, marketing, sales, the product life cycle was over.  Sales and Marketing Alignment
  • BUYEROLOGY  |  MONDAY, APRIL 16, 2012
    [Sales] Are Your Marketing and Sales Systems Broken?
    For many in marketing and sales, the march continues towards the attempt to develop tactical plans that will connect them to buyers.  Whether they relate to demand generation, content marketing, sales enablement, and more, efforts are being made to make adaptations to changing buying behaviors. By systems, I do not refer to technology. 
  • WINDMILL NETWORKING  |  MONDAY, APRIL 9, 2012
    [Sales] LinkedIn Sales Prospecting Advice: 6 Ways to Touch the Untouchable on LinkedIn
    One of the biggest challenges in sales prospecting on LinkedIn is in how to find and contact those who are difficult to message through the site: The Untouchables.  Join The Same Group :  A ninja tactic that many savvy sales and marketing professionals utilize is joining the same LinkedIn Group specifically to contact a certain member. 
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 5, 2012
    [Sales] How Marketing Should Approach Sales Reps
    by Michael Martin | Tweet this Sales enablement is one of the most important aspects of many marketers’ jobs. But, all too often, the way marketers approach sales reps is lacking in strategy and preparation. Marketing continues to feel frustrated and the sales team unimpressed. Sales reps come in all sizes and shapes.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 21, 2011
    [Sales] 10 Blog Posts About Sales Intelligence
    Sales Intelligence is often skewed in various definitions and mostly misinterpretation. However, the real crime of this story is the mere fact that many do not see the enormous benefits of acquiring a sales intelligence application for your sales team. Analytics in Action – The B2B Sales Intelligence Blog. Sales 2.0
  • MARKETING GENIUS BLOG  |  THURSDAY, JULY 21, 2011
    [Sales] Bootstrapping Your Sales and Marketing: Part 2
    Last week I gave my 5 tips for bootstrapping sales and marketing for small businesses. Regardless of the fact that you will be “pounding the pavement&# , you will need to keep a record of your prospective customer interactions and sales pipeline from those interactions. Small business best practices marketing sales
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 18, 2012
    [Sales] #Motivational Sales #Quotes
    Especially when that quote can get you motivated for your job in B2B Sales. We have created a new social profile to serve up great motivation for sales people. Sales intelligence is important but great quotes just give sales people that extra push to go on. Sales 2.0 Everyone loves a good quote.
  • FOLLOW THE LEAD  |  TUESDAY, MAY 11, 2010
    [Sales] Mixed bag on ability of comp plans to drive sales
    The correlation between sales compensation and driving sales behavior may not be so cut and dry after all. Nearly half of sales executives (44%) said their ability to implement compensation plans to drive selling behavior needs improvement, according to CSO Insights ‘ 2010 Sales Performance Optimization study.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 8, 2011
    [Sales] Sales Intelligence on Google+
    poked around a bit looking in our industry and didn’t find a ton of Google+ pages in SaaS or sales applications. It’s fitting to be the first Google+ page on sales intelligence. Curated content about sales and marketing. Sales 2.0 We’d love to hear what you’d like us to share on our Google+ page.
  • SALES CHALLENGER  |  TUESDAY, JUNE 25, 2013
    [Sales] Does Sales Have an Image Problem?
    'In our last post we explored the idea of looking outside of traditional sales talent pools to source a higher number of Challenger reps. candidates with no prior sales experience) presents new challenges for sales organizations. But, first and foremost, we must ask whether or not these people want to work in sales?
  • BUSINESS GROWTH DEVELOPMENT  |  WEDNESDAY, OCTOBER 3, 2012
    [Sales] Sales Trends Of 2012 And Beyond
    'Agile  Adaptation  - Sales have been a moving target in the present climate for a lot of companies and there are many contributing factors at play. De-blitzing – Whilst automation is being adopted by sales and marketing teams, too much focus has been placed on the tech. Sales in the EU5 (FR, DE, IT, ES, UK) and 11.6%
  • SOCIAL MEDIA B2B  |  TUESDAY, APRIL 26, 2011
    [Sales] B2B Social Media and Content Marketing in the Sales Funnel
    Content created in a social media style and shared on social platforms can help B2B buyers as they progress through the sales process. Content Helps to Close the Sale and Drive Revenue. By this point in the sales cycle, customer pain points are well known and the product team needs a clear understanding how the product addresses these.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 27, 2012
    [Sales] Review of the book Sales Growth: 5 Proven Strategies from the World’s Sales Leaders
    It’s clear that the authors interviewed some of the best sales leaders out there today. The authors write “Like gifted athletes, sales stars are regarded as naturals, with innate talents that great managers can recognize…These myths stand in the way of change and improvement in sales management.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 27, 2013
    [Sales] How to Use Nurture Programs to Arm Your Sales Teams with Smart Data
    How do you absorb all of the information you have and decide what’s meaningful in helping to create sales qualified leads (SQLs), and provide sales with the content necessary to be successful in their follow up efforts? How did your team initially address the key pain points and map out your marketing strategy?
  • FEARLESS COMPETITOR  |  SATURDAY, MAY 14, 2011
    [Sales] 3 Ways to Ditch the “And” in “Sales and Marketing”
    B2B Lead Generation | Ditch the “And&# in Sales and Marketing. Everyone talks about the need to get sales and marketing on the same team. Carlos Hidalgo of the Annuitas Group wrote a great article for the MarketingProfs blog on an important issue for B2B sellers – how to break down walls between sales and marketing.
  • BUSINESS GROWTH DEVELOPMENT  |  WEDNESDAY, OCTOBER 3, 2012
    [Sales] Sales Trends Of 2012 And Beyond
    Agile  Adaptation  - Sales has been a moving target in the present climate for a lot of companies as their are many contributing factors at play. De-blitzing – Whilst automation is being adopted by sales and marketing teams, too much focus has been placed on the tech. Key Strategies for Technical Sales. Salesand 5.1%
  • SALES CHALLENGER  |  MONDAY, OCTOBER 21, 2013
    [Sales] 5 Key Questions for Sales
    'We’ve just returned from the 2013 CEB Sales and Marketing Summit in Las Vegas (our annual conference of 600+ sales and marketing members), where we discussed, among other things, the next generation of commercial talent. Changing Nature of the Customer —it’s a fact: the days of the single decision-maker are over.  people.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 24, 2011
    [Sales] Sales Leadership: It’s time to gear up your recruiting!
    Sales Leadership: It’s time to gear up your recruiting!  . have often stated that a sales manager should spend 15% to 20% of their time recruiting and interviewing, but as you move through October into November you need to increase your recruiting focus. Sales Leadership TrainingWhat should you do? Call them.
  • THE ROI GUY  |  THURSDAY, MARCH 14, 2013
    [Sales] Sales Enablement’s Dirty Big Secret
    Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. That’s $135 large a year folks on the hidden cost of sales ! M each year. Not necessarily. Why Now?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 1, 2010
    [Sales] Business & Sales Management Planning for 2011
    Business and Sales Management: Planning for 2011 what you need to do! Right now I am working with several clients on their sales compensation plans for 2011.   operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Several idea’s for our readers: . What did not go well?
  • LOOPFUSE  |  TUESDAY, JULY 26, 2011
    [Sales] 3 Steps to Preparing Your Organization for Marketing Automation and How Sales Plays a Role
    It may be called marketing automation, but be careful not to leave sales out of the equation, especially during the planning stage prior to implementing a marketing automation solution. Marketing Automation Sales Lead ScoringStep 1: Map the Lead [.].
  • FOLLOW THE LEAD  |  FRIDAY, NOVEMBER 12, 2010
    [Sales] Assessing experienced sales reps’ worth
    Tags: Sales & Marketing Babe Ruth Derek Jeter Joe DiMaggio Lou Gehrig Mickey Mantle New York Yankees
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Ignite More Sales with Sales Intelligence
    Any sales reps worth their salt does their homework before contacting a lead. Once a contact becomes a qualified lead or opportunity, sales needs to know who to reach and how, and what to say to get their attention. 60% of sales reps waste the equivalent of 6 selling weeks a year just trying to get customers on the phone.
  • THE CRAP REPORT  |  FRIDAY, FEBRUARY 19, 2010
    [Sales] A Sale on Every Call
    liked the article a lot, and loved the comments from Sales 2.0 big dog Nigel Edelshain, inside sales expert Trish Bertuzzi, and cold calling authority Steve Richard.  I watch it, and there’s something that Ben Affleck, who’s playing the sales trainer in the movie, says to his new recruits that just really moved me. 
  • MARKETING ACTION  |  FRIDAY, DECEMBER 27, 2013
    [Sales] Inside Sales: The Rise of the Machines
    and then transfer the potential customer to a real person, who could close the sale.”. The post Inside Sales: The Rise of the Machines appeared first on Marketing Action Blog - Act-On. Sales sales But then she failed several other tests. When asked ‘What vegetable is found in tomato soup?’ What do YOU think?
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 13, 2011
    [Sales] How to Nurture Sales Leads
    From Marketo , here are the benefits of quality lead nurturing: Fewer marketing-generated leads ignored by sales (from 80% to as low as 25%). 20% more sales opportunities. 225% increase in volume of prospects that convert to sales opportunities. B2B Lead Generation | Lead Nurturing. 6% points lower rate of “no decisions&#.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 16, 2012
    [Sales] Sales Leadership: Creativity is Critical
    Sales Leadership:  Creativity is Critical. In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer creative solutions to the many problems you face.  The good news is “creativity” can be learned and enhanced in everyone! 
  • FEARLESS COMPETITOR  |  SUNDAY, MARCH 24, 2013
    [Sales] Selling Power TV – Aligning Sales and Marketing featuring marketing expert Jeff Ogden
    Jeff Ogden, TV Talk Show Host of Marketing Made Simple TV addresses the typical complaints that sales leaders have with marketing such as. not enough qualified sales leads. lack of collaboration between sales and marketing. Visit the website of his sales lead generation company , Find New Customers: www.findnewcustomers.com.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 22, 2011
    [Sales] Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap
    But the fact is: Very few sales and marketing team get along well. Forrester’s latest research “ B2B Sales and Marketing Alignment Starts with the Customer ” confirms the dysfunctional and damaging gap that still exists between sales and marketing in the vast majority of B2B organisations. Everyone talks about it. Bob Apollo.
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Sales] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 19, 2011
    [Sales] Fix the Economy: Sales Leadership Must Be the Stimulus
    Fix the Economy:  Sale Leadership Must Be the Stimulus. am firmly convinced that the VP of Sales, Sales Director, or Sales Manager are the linchpins that drive the growth of any organization.  I have listed a few ideas to that will begin the Sales Leadership Stimulus program. By Ken Thoreson. Make this a fun time.
  • FOLLOW THE LEAD  |  MONDAY, NOVEMBER 1, 2010
    [Sales] Election cycles mimic sales cycles
    Tags: Sales & Marketing GOP House of Representatives President Obama Senate Singapore Tea Party
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 8, 2012
    [Sales] How to Hit Your Sales Target Every Time (The Ready, Aim, Fire Method)
    At that point, I started thinking about how similar archery is to sales. There are three fundamental keys to hitting your sales target every time. When IDC did a study of B2B buyers , only 16% said sales people were highly prepared for an initial meeting. true sales pro never assumes anything, especially in a competitive market.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Sales] Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio
    Over the past two weeks, I’ve had the pleasure to connect and work with sales and marketing leader  Jeff Ogden , and he was gracious enough to join me on Intrepid Radio. Quality  sales leads matter. If you wish to do  sales lead generation online , contact the  B2B lead generation experts at Find New Customers. Jeff Ogden.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, SEPTEMBER 8, 2009
    [Sales] Relationship Sales and Today's New Buyer
    For years, the prevailing thinking in sales has been oriented around relationship sales. The access to information, which was once mainly managed by sales, is now open to all. So where does that leave the discipline of Sales?
  • HUBSPOT  |  THURSDAY, JANUARY 2, 2014
    [Sales] B2B Businesses Are Adopting a B2C Sales Approach
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to the Sales blog. Remember when sales leaders used to brag about shortening their sales cycle? But now that we finally have CEOs and boards trained to ask about “sales cycles,” things are changing.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JANUARY 12, 2012
    [Sales] 8 Ways to Increase Sales
    How a few shifts in your sales process can have a huge impact on sales revenue. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012. Prospecting Sales 2.0 Listening is key. It works!
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JULY 6, 2010
    [Sales] Sales Puny? Need a Workout?
    Is your organization and your sales team suffering from: Puny Revenues?  It Maybe Time for a Sales Leadership Workout! A  one &  1/2 Day Regimen for Getting  Your Sales Organization in Shape   . Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team. 
  • LEAD VIEWS  |  FRIDAY, OCTOBER 29, 2010
    [Sales] Why are Sales and Marketing Usually Unaligned?
    Industry thought leaderswho will share their valuable insights on different aspects of B2b Marketing and Sales. At two different speaking engagements this month I asked the  audiences of marketers if they thought the lack of sales and  marketing alignment was the biggest obstacle in their company to  achieving significant revenue growth.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 8, 2010
    [Sales] Sales Leadership Workout! Dec 8th
    Is your organization and your sales team suffering from:  Puny Revenues?  It’s Time for a Sales Leadership Workout! Your Sales Organization in Shape for 2011. Build a proactive approach to Sales Management 2.0 that creates predictive revenue and a self-managed sales team.  Creating a self managed sales team.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Sales] Use Digital Content to Shorten the B2B Sales Cycle
    Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. What types of digital content shorten the B2B sales cycle?  Company and Product Reviews. Case Studies.
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] The 4 Biggest Trends in Sales Org Structures
    Sales leaders face a similar dilemma today. Many realize their sales organizational structure is out-of-date and needs to be modified (or in some cases completely overhauled) to better meet customers’ needs, drive continued internal efficiencies, and stay competitive in the market. The Buzz Sales Org Structures
  • FOLLOW THE LEAD  |  TUESDAY, DECEMBER 21, 2010
    [Sales] The Sweet Spot: three predictions for b2b sales in 2011
    Dan McDade, president-CEO of PointClear, a prospect development company, said the ongoing debate about sales and marketing alignment in 2011 will seem like Groundhog Day: the eerie feeling that we’ve seen this picture before.
  • SALES CHALLENGER  |  MONDAY, AUGUST 5, 2013
    [Sales] Does Sales Need to Become More Professional?
    'In our last post on hiring, I tackled the question of whether or not sales has an image problem. Our research from this year’s study on Driving Sales Transformation found that many prospective job candidates were not attracted to sales jobs. They found that 0% of surveyed students had any interest in sales careers.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 14, 2013
    [Sales] Intro to Lead Generation: How to determine if a lead is qualified
    thought it might assist many readers, especially those newer to the complex sales and marketing process (and thank you to Felix for allowing me to share this publicly). Defining a lead as qualified basically means they are qualified to talk to a sales representative. Lead Generation: How 64% of marketers starve Sales of opportunity.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 15, 2012
    [Sales] Are You Walking a Sales Pipeline Tightrope?
    Unfortunately for some sales leaders, you might be watching several tightrope acts going on within your own organization. We are approaching the end of another quarter and it’s safe to assume many sales reps out there are navigating a narrow wire, in this case a thin B2B sales pipeline, to quota achievement. 
  • SALES CHALLENGER  |  WEDNESDAY, MAY 30, 2012
    [Sales] The Death of Solution Selling
    The Shifting Eras of Sales Over Time. How will the best sales organizations respond? Sales Insights Challenger Rep Challenger Selling Model Insight Selling Sales Messaging Sales StrategyWe believe we are fast watching the death of solution selling. If a customer has assessed their needs, you’re too late.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JANUARY 27, 2012
    [Sales] The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?
    Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. Their organization’s firmographic details – such as revenue, marketing budget, sales cycle and size.
  • SALES CHALLENGER  |  TUESDAY, NOVEMBER 15, 2011
    [Sales] The Secret to Professionalizing the Sales Force
    It’s a common refrain heard from both global Sales leaders and L&D professionals at the moment: Sales talent development efforts have been too ad hoc for too long, and it is time to seriously re-evaluate how we can best “professionalize” the sales organization in the face of a rapidly changing sales environment.
  • SALES CHALLENGER  |  TUESDAY, AUGUST 21, 2012
    [Sales] Are Your Sales People in the Right Roles?
    In order to be most productive, sales people need to know what is expected of them in their role and what exactly they are going to be doing. As each competency was clearly defined and supported by a system for measurement, individuals were more accurately placed in the right job, improving overall sales productivity and performance.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 31, 2012
    [Sales] 7 Ways Your Sales and Marketing Can Align
    When sales and marketing are on the same page, performance is better.  88% of best performing companies have aligned their sales and marketing teams. Here are some ways that leading companies are achieving sales and marketing alignment: 1. Sales will say they need better leads. How to do it? Ride Together. Plan Together.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, JANUARY 14, 2011
    [Sales] 10 tips for Driving Sales Productivity: Tip #1
    During my now 3+ year engagement with InsideView, I’ve had the opportunity to connect with dozens of InsideView customers, explore their business drivers for selecting a sales intelligence solution and discover benefits realized.   Sales 2.0 Sales Data Sales Intelligence Social CRM Social Selling B2B b2b sales crm 2.0
  • SALES CHALLENGER  |  TUESDAY, AUGUST 28, 2012
    [Sales] Salesforce Chatter: Bringing Social to Sales
    This is the fifth post in our series on sales organizations’ emerging use of social media as a channel for shaping demand.). The Buzz CRM Sales Technology Social MediaBy Miranda Weigler and Erin Frager. Anyone in a company that uses Salesforce is acquainted with ‘Chatter’, the social function enabled by the CRM software.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 16, 2013
    [Sales] Increase Inside Sales’ Output With Automation
    'We recently had a member come to us looking to improve the efficiency of their rapidly expanding inside sales force. Automation can be installed at different junctures of the sales machine. From marketing and lead generation and tracking to physically dialing customers, automation can help increase the efficiency of the sales process.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 9, 2013
    [Sales] 7 Keys to Lead Scoring Success in Sales Lead Generation
    This important need is why the sales lead generation company Find New Customers created the “7 Keys” series of content – simple and quick reads giving you great marketing tips to help you fill sales funnels. Only by combining both factors can you send truly qualified leads to sales. With lead scoring.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MAY 7, 2013
    [Sales] 3 Ways Social Media can Boost Sales Success
    Facebook Lead Generation Lead Nurturing People Sales Social Business Intelligence Social Media Social Networking Strategy Thought Leadership Twitter. But a new RAIN Group report proves otherwise and shows that sales people that truly “connect” with buyers in this “always on” environment we live in to win more often.
  • MARKETING GENIUS BLOG  |  MONDAY, AUGUST 10, 2009
    [Sales] Ten Rules for Twitter Sales Effectiveness
    Check out his entire post or (better still) join him and leading Sales 2.0 Social Media practitioners as they share their latest Social Media sales effectiveness secrets (alliteration anyone?) at the upcoming Sales 2.0 Four: Do they know the difference between virtual sales effectiveness and a virtual time sinkhole?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 16, 2013
    [Sales] The 4 As of Sales Enablement Content Success
    'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Brendan Cournoyer , Content Marketing Manager, at Brainshark , a leading sales enablement platform provider. Sales enablement is certainly a hot topic right now for B2B organizations. So how is sales enablement measured ? The question is: How?
  • MARKETING GENIUS BLOG  |  THURSDAY, MAY 20, 2010
    [Sales] Making Sales & Marketing More Social
    It used to be very clear where marketing ended and sales began: marketing’s goal was to get a prospect’s contact information, and sales would take it from there. Making Sales and Marketing More Social. Often, marketing departments don’t tell sales about the campaigns they’re planning. Tweet This!
  • SALES INTELLIGENCE VIEW  |  TUESDAY, APRIL 24, 2012
    [Sales] 5 B2B Sales Tips from Sun Tzu’s “The Art of War”
    There is no doubt B2B sales is in many cases, a battlefield ( Do You Treat Your Sales Teams Like the Hunger Games? ). Sales reps must become sales warriors and learn to train and strategize like that of Sun Tzu’s soldiers. One of the greatest tools a company can use in this case is sales intelligence.
  • WORKFACE  |  MONDAY, OCTOBER 17, 2011
    [Sales] Sales Leads Are Best Served Hot
    Leads: every sales person wants more of them and every marketing professional feels pressured to produce them. Research from the Kellogg School of Management and MIT quantified the effect of response time on the value of web-generated sales leads. Not just any leads though. The good leads. The qualified ones. You are impressive.’
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 16, 2012
    [Sales] A Missed Week, but alot to cover…on Sales Leadership
    Sales & Marketing : “why can’t we all get alone”. presented the last topic and had some fun with how sales and marketing must work together as well as metrics to measure sales/marketing effectiveness and performing a competitive analysis. A Missed Week-But A lot to Cover. I apologize to my many frequent readers. 3f4qb8v9ge.
  • B2B LEAD BLOG  |  TUESDAY, FEBRUARY 26, 2013
    [Sales] Sales Operations Instant Lead Routing Technology Advances
    A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. About ReachForce.
  • B2B MARKETING BLOG  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] Inviting IT to the Sales & Marketing Table
    For years, we’ve helped B2B companies better align their sales and marketing teams. When both groups work toward a shared vision and similar objectives, they increase bottom-line performance with more efficient sales operations and profitable marketing activities. The sales team [.].
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 14, 2011
    [Sales] Sales Leadership: 10 Sales Kick-off Idea’s
    Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s. While working with a client last week it became obvious that we are moving into the time to  prepare 2012 budgets, new compensation plans and something most sales manager’s don’t take enough time in developing;  their 2012 Sales Kick Off meeting.  .
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 24, 2013
    [Sales] Drive Inbound Leads with B2B Marketing Sales Leads
    'B2B Marketing Sales Leads uses a simple “hub and spoke” approach to grow your marketing database with qualified sales leads. They are marketing qualified sales leads for you to nurture and score. The post Drive Inbound Leads with B2B Marketing Sales Leads appeared first on Fearless Competitor.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 24, 2012
    [Sales] Does Challenger Confuse Marketing with Sales?
    Some of the sharper criticism we’ve seen of the Challenger approach stems from observations that the guidance we offer confuses marketing with sales. The job of sales is to drive those leads through to conversion.  The best sales reps, it turns out, are just as good at marketing as they are at selling. spams” their network).
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [Sales] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales.  In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team.  Sales DNA. 
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 30, 2012
    [Sales] Why Short Sales Cycles are Overrated
    If you type “shorten the sales cycle” into Google you get over 200,000 hits with tips and tricks to get customers to close faster. But I will argue that a shorter sales cycle actually shouldn’t be your goal. realize this may cause your sales metric dashboard to implode, so let me explain. From contact to close in 2 weeks!”). 
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, APRIL 4, 2012
    [Sales] Why Sales Doesn’t Take Marketing’s Advice
    It’s a perennial complaint we hear from B2B marketers: “We did all this work to put together a great sales tool/piece of collateral/campaign, but Sales refuses to use it! In our research into Sales/Marketing alignment, we’ve noted two things: first, salespeople reject 80% of the tools Marketing creates for them.
  • LEAD VIEWS  |  SATURDAY, MARCH 20, 2010
    [Sales] Why Sales is from Mars & Marketing from Venus???
    At the recent IDC Directions 2010 conference - there was a lot of buzz about the Sales and Marketing disconnect in organizations and one of the phrases that caught my attention was - 'Sales is from Mars and Marketing from Venus'. Thinking deeper on this I realized that, maybe the title of John Gray's.
  • B2BMARKETINGSMARTS  |  WEDNESDAY, JANUARY 25, 2012
    [Sales] B2B marketing and sales is still about people.
    B2B marketing and sales is still about people. Lead Handling and Nurturing Sales and Marketing B2B Marketing SalesPaul Mosenson, President of NuSpark Marketing, is a very handy colleague to have. As a content aficionado, he frequently forwards valuable B2B marketing info that I might miss seeing otherwise. The 202 pages in [.]
  • FOLLOW THE LEAD  |  THURSDAY, DECEMBER 23, 2010
    [Sales] Three chronic b2b sales problems and how to correct them in 2011
    Sales & Marketing “50 Influential People in Sales Lead Management in 2010” Sales Lead Management Association SLMAEarlier this week we focused on b2b 2011 predictions. Today we are looking at three chronic b2b problems. Remedy: Significantly improve [.].
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 21, 2013
    [Sales] How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More
    CEOs need to look at the economics of competitive market dialogue holistically, with Marketing and Sales working together to walk customers and prospects through the buying cycle as economically as possible. A (relatively) small technology investment will help sales and event professionals work smarter. Invest in working smarter.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 15, 2012
    [Sales] Are Sales and Marketing Chatting Enough? [CHART]
    Collaboration between Sales and Marketing has never been accomplished simply by agreeing on lead criteria and definitions.  Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! Are Sales and Marketing Chatting Enough? Are you using social tools at your company? 
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 24, 2013
    [Sales] 6 Ways to Eliminate the Demand Gen Blame Game
    Editor’s Note: Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance measure software company. Here’s how you can eliminate the blame game and focus on efficient demand gen accountability: Create a service level agreement between marketing, inside sales, and field sales.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 25, 2010
    [Sales] Sales Leadership: The importance of a 2011 Sales Kickoff Meeting
    Sales Leadership: The Importance of a 2011 Sales Kick Off Meeting. Perhaps 2010 was great year for your sales team or perhaps it was a struggle and a disappointment. In either case starting to plan your 2011 sales kickoff event is an important action during November. You could tie the theme into your #3 sales contest. 
  • ACQUIRING MINDS  |  FRIDAY, MARCH 12, 2010
    [Sales] Has Sales 2.0 crossed the chasm?
    Have Sales 2.0 Sales 2.0 Tags: Sales 2.0 tools crossed the chasm to the stage of the early majority? Do these low risk, user-friendly tools accelerate the adoption of technology? Conference Technology innovation cloud computing Bluewolf Crossing the Chasm Geoffrey Moore
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 30, 2012
    [Sales] The Future of Your Sales Team
    The Future of Your Sales Team      . This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. If Jonathan is right, your current sales process, current sales team and management systems will begin to change over the next 18-24 months.  
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 4, 2012
    [Sales] MindMatrix Adds Sales Support to Marketing Automation
    The company’s justification for this claim is that it adds sales-marketing alignment to standard marketing automation features. Flows can be shared with sales users, with some or all features locked down to prevent unauthorized changes. This is happening to some extent, but not as quickly as I had expected. MindMatrix is one of them.
  • FIFTH GEAR ANALYTICS  |  MONDAY, SEPTEMBER 20, 2010
    [Sales] Sales Enablement 101 – Getting Started.
    Simply put, Sales Enablement is about providing an organization’s sales force with the information needed to increase sales. Sales people need access to relevant information without having to open up a laptop, boot-up, sign in and spend a lot of time searching for the information they need.  Solidify a Sales Methodology.
  • HUBSPOT  |  MONDAY, MARCH 10, 2014
    [Sales] I Ditched Marketing and Hit the Sales Floor for an Hour. Here's What Happened.
    For an hour, I was a HubSpot sales rep. had read through all the sales training documents and shadowed one of our sales reps, Chad Prigmore , who graciously trained me. On a sales call, pretty much anything can happen. He was the prospect and I was the sales rep. Sales is filled with peaks and valleys.
  • FIFTH GEAR ANALYTICS  |  TUESDAY, OCTOBER 12, 2010
    [Sales] The 7 Features You Must Include in Your B2B Sales Playbook
    An effective B2B Sales Playbook can energize your sales team and make them more productive in closing new sales. The sales playbook is an important tool that Marketing often uses to provide invaluable marketing information and sales tips. Sales playbooks exist in many styles and forms. Keep it simple.
  • SOCIAL MARKETING FORUM  |  MONDAY, DECEMBER 13, 2010
    [Sales] Sales 2.0: Shortening Sales Cycles Means Focussing On The Social Buying Process
    Shortening the sales cycles is important because it leads to higher profit but also because sales cycles (certainly in B2B) appear to be longer than before. Research Sales B2B buying process George Silverman HubSpot OneSource Outsell Sales 2.0 sales cycles word-of-mouth
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